ABC's of relationship selling
Author(s)
Bibliographic Information
ABC's of relationship selling
（The Irwin series in marketing）
Irwin, c1997
5th ed
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Note
Rev. ed. of: ABC's of selling. 4th ed. 1993
Includes index
Description and Table of Contents
Description
Covers the basic tools of selling and aims to show students how to apply these skills in business. The text includes experiential exercises at the end of each chapter which aim to prepare students for situations they may encounter.
Table of Contents
- Selling as a profession
- the life, times, and career of the professional salesperson
- social, ethical, and legal issues in selling
- preparation for relationship selling
- the psychology of selling - why people buy
- communication and persuasion - its not all talk
- sales knowledge - customers, products, technologies
- the relationship selling process
- prospecting - the lifeblood of selling
- planning the sales call is a must!
- carefully select which sales presentation method to use
- begin your presentation strategically
- elements of a great sales presentation
- welcome your prospect's objections
- closing begins the relationship
- service and follow-up for customer satisfaction and retention
- careers in selling
- time, territory, and self-management - keys to success
- retail, business, service and non-profit selling.
by "Nielsen BookData"
